Medicare Spends Far More On Older Adults Who Need Personal Assistance

Medicare Spends Far More On Older Adults Who Need Personal Assistance

Want to know if an older adult is likely to use lots of medical care? Just ask if she needs help with living activities such as bathing, dressing, or getting out of bed. In a new study with important implications for both caregivers and policymakers, researchers at...
Why You Cannot Succeed in Sales and Be Conflict Averse

Why You Cannot Succeed in Sales and Be Conflict Averse

If you are in sales, management, or leadership, you are going to have to be comfortable dealing with conflict. Success requires that you find a way to work through conflict. There are going to be conflicts around the commitments you need your dream client to make so...
It Cannot Be All About You

It Cannot Be All About You

One of the things that made the sales process a negative one for the buyer, prospect, and customer was the salesperson’s self-orientation. That self-orientation often extended to the company who hired and trained the salespeople. That self-orientation can be described...
You Want a Conversation

You Want a Conversation

In order of preference and effectiveness, face-to-face is the very best way to sell, followed by video face-to-video-face, followed by the telephone. Email doesn’t appear on this list because it isn’t a method you should use to sell. If you want a real sales...
Choose Education Over Entertainment

Choose Education Over Entertainment

The decisions you make determine the outcomes you create in your life. Hustlers choose to educate themselves: they are “lean forward” people. Non-hustlers choose to spend their time being entertained; they are “lean back” people. Lean forward. Educate yourself. You...
What’s Stopping You From Improving

What’s Stopping You From Improving

Most of the things you can do to improve your performance produce positive financial results and cost nothing, or something close to nothing. Reading is essentially free. You can go to a public library and read any book you want. If they don’t have it, they’ll order...
Only Action Moves You Forward

Only Action Moves You Forward

“I am going to focus on prospecting” is not the same as “I am going to make 100 dials.” “I am going to work on nurturing my dream clients” is not the same as “I am going to communicate a message of value to 15 of my dream clients this week.” “I am going to be a better...
The Excellence of Marketing

The Excellence of Marketing

Are you approaching your work with excellence as your primary outcome? If you are what you repeatedly do, as Aristotle famously said, are you practicing the habit of excellence? Excellence provides meaning. It’s built on passion, and it generates even more passion...
Habits You Need to Give Up to Fulfill Your Potential in 2017

Habits You Need to Give Up to Fulfill Your Potential in 2017

The majority of people fail for the same reasons and the repeat these same mistakes year after year. Here are 7 things that you need to give up if you want to make this year different and be part of the 8% of people who achieve their goals. Read...